Recents, Sales Management, Sales Training
Sure, selling is an art. Most good salespeople bring intuitive “people skills” to the table. However, what separates the top producers from everyone else is often process. The most common short comings that undermine a salesperson’s...
Sales Management, Sales Training
Teaching Salespeople Empathy – We’ve all heard plenty about the importance of listening skills in selling. Unfortunately, I think many sales trainers and salespeople misunderstand the intention and end up teaching and learning to be quiet and let the...
CRM Software, Sales Management, Sales Training
We’ve all heard that 50% of CRM implementations fail. And the #1 reason for failure is that the sales team won’t use the CRM. Click here for a review of studies and statistics on CRM failure. On the bright side, 50% of CRM implementations succeed too! To ensure...
CRM Software, Sales Management, Sales Training
Inmates running the asylum? Salespeople doing what they do with no real accountability? Salespeople are great at telling stories and that is precisely what makes them challenging to manage. “What did you do today?”, asks the manager. “I met with 5 awesome...
Sales Management, Sales Training
Sales know how is essential to sales success in any industry. The learning curve of a sales person can be very slow and expensive if they’re relying soley on first hand experience. Investing in sales training makes a lot of sense for new, inexperienced sales...
Sales Management, Sales Training
For 25 years, 50% of CRM implementations have failed to meet expectations. This is primarily due to lack of adoption by sales people. It’s been the case since the inception of the word CRM. In recent years, it’s been tempting to hope that younger generations,...
